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The micro-foundations of pricing strategy in industrial markets : A case study in the European packaging industry

Hallberg, Niklas Lars LU (2017) In Journal of Business Research 76. p.179-188
Abstract
The choice and implementation of pricing strategy is often described as an optimization problem where the firm chooses the most profitable pricing strategy given certain external determinants. Contrary to this notion, recent research indicates that the pricing of products is a costly and complex activity, and that firms may differ in their capability to implement pricing strategies. This case study of industrial pricing strategy in the European packaging industry examines how different assets and routines are involved in the implementation of pricing strategy. The study particularly highlights the role of individual judgment, human capital and commercial experience for the implementation of pricing strategy in markets that because of... (More)
The choice and implementation of pricing strategy is often described as an optimization problem where the firm chooses the most profitable pricing strategy given certain external determinants. Contrary to this notion, recent research indicates that the pricing of products is a costly and complex activity, and that firms may differ in their capability to implement pricing strategies. This case study of industrial pricing strategy in the European packaging industry examines how different assets and routines are involved in the implementation of pricing strategy. The study particularly highlights the role of individual judgment, human capital and commercial experience for the implementation of pricing strategy in markets that because of customization are subject to high levels of uncertainty. (Less)
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author
organization
publishing date
type
Contribution to journal
publication status
published
subject
keywords
value appropriation, pricing strategy, micro-foundations, judgment, human capital
in
Journal of Business Research
volume
76
pages
10 pages
publisher
Elsevier
external identifiers
  • scopus:85008674406
  • wos:000401882200019
ISSN
0148-2963
DOI
10.1016/j.jbusres.2017.01.001
language
English
LU publication?
yes
id
94b0460d-546e-45ee-a6b8-7d2f79c14086 (old id 8768684)
date added to LUP
2016-02-23 10:32:00
date last changed
2018-01-07 07:21:33
@article{94b0460d-546e-45ee-a6b8-7d2f79c14086,
  abstract     = {The choice and implementation of pricing strategy is often described as an optimization problem where the firm chooses the most profitable pricing strategy given certain external determinants. Contrary to this notion, recent research indicates that the pricing of products is a costly and complex activity, and that firms may differ in their capability to implement pricing strategies. This case study of industrial pricing strategy in the European packaging industry examines how different assets and routines are involved in the implementation of pricing strategy. The study particularly highlights the role of individual judgment, human capital and commercial experience for the implementation of pricing strategy in markets that because of customization are subject to high levels of uncertainty.},
  author       = {Hallberg, Niklas Lars},
  issn         = {0148-2963},
  keyword      = {value appropriation,pricing strategy,micro-foundations,judgment,human capital},
  language     = {eng},
  pages        = {179--188},
  publisher    = {Elsevier},
  series       = {Journal of Business Research},
  title        = {The micro-foundations of pricing strategy in industrial markets : A case study in the European packaging industry},
  url          = {http://dx.doi.org/10.1016/j.jbusres.2017.01.001},
  volume       = {76},
  year         = {2017},
}